Effective business partners do not begin with recommendations; they begin by understanding the situation. This session develops the listening, questioning, emotional-intelligence, and consultative-conversation skills needed to uncover what stakeholders really need before offering recommendations. Participants will use a structured discovery framework to prepare for and conduct a more productive business conversation.
Course ID: FBPC3
FBP – Listen First, Advise Better: Questions That Create Value
Learning Objectives
- Identify active-listening and questioning techniques to uncover stakeholder needs and business context.
- Distinguish transactional conversations from consultative conversations that strengthen business partnering.
- Indicate how to use a structured discovery framework to plan and conduct a stakeholder conversation.
Major Topics
- Curiosity as the starting point for effective business partnering
- Active-listening techniques that surface stakeholder needs and concerns
- Powerful questions that reveal assumptions and business context
- Transactional versus consultative conversations
- Emotional intelligence, credibility, and cross-functional trust
- A structured discovery framework for stakeholder conversations
Who Should Attend
CPAs, accounting professionals, and finance professionals who want to improve stakeholder discovery, build trust, and make their recommendations more relevant and actionable.
Fields of Study
Communications and MarketingPrerequisites
None